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While reading around on one of the insurance forums that I frequent, I stumbled across a video of Claude Diamond. He’s the founder of the GUTS sales system. The video I watched basically shows Claude and a client role playing different scenarios and how to integrate the GUTS method of cold calling. The part I enjoyed was learning how to get through the gatekeeper and straight to the decision maker or owner of the business.

I spent the day yesterday using this method (or a variation of said method) while calling large self storage facilities. These are places I’ve called before but go nowhere. Yesterday, while using this method, I was able to obtain the name and direct phone number of the person in charge of the company’s business insurance. Was I actually able to speak to the owner? Only a handful of times. But, in my opinion, this method helped me get several steps closer to obtaining the sale. Especially since I wasn’t able to get past the receptionist/office manager in my previous calls.

Here’s the video: Oh, and if you go to YouTube and search GUTS sales training, there are many more videos there to learn from.